Job Details
Do you excel at coaching a remote sales team? Do you understand that sales is more about showing your customer the value proposition, than the price? Do you have experience selling industrial, B2B products? If you just answered yes to these three questions, we may have just the role you have been dreaming about! This position manages six direct reports that are selling in the Eastern half of the US.
Airgas National Carbonation, one of the fastest growing Divisions within the company, is adding a Sales Manager to support the eastern half of the country. We are an entrepreneurial company and need you to run the business like it is your own business. You will be responsible for helping your sales team enhance partnerships with their existing customers, building rapport and relationships with prospective customers and maintaining gross margin. You must have the ability to help your team convert prospects into long-term Airgas customers.
You will be responsible for achieving sales targets and growth by successfully managing the sales team. You will work to design and implement a strategic business plan that expands the company's customer base and works to ensure a strong presence in the market. You will own recruiting, objective setting, coaching and performance monitoring of East Region Sales Associates
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Manage, develop, coach, control and motivate the sales force to develop their skill to ensure that a high professional standard is achieved and monthly sales target and KPI target are met
- Effectively quotes and has dialogue with customers utilizing cost spread sheets and historic cost analysis in an effort of being awarded service opportunities
- Implement national sales programs by developing field sales action plans
- Ensure targets are delivered through people management, performance review, reward and individual recognition
- Provide on-the-ground support for sales associates as they generate leads and close new deals
- Continually develop knowledge of the business climate, applications and competition for his/her defined geography and accounts
- Develop, maintain and execute a territory plan
- Develop and implement new sales initiatives, strategies and programs to capture key demographics
- Meet with customers to discuss their evolving needs and to assess the quality of our company s relationship with them
- Enhance sales program by monitoring sales associate performance and managing their objectives
- Reviews T&Cs of POs and initiates dialogue with legal counsel as needed
- Performs all other position related duties as assigned or requested
Administrative:
- Handles account disputes in a manner consistent with Company policy keeping the best interest of the customer and Airgas as a priority
- Enforces and uphold all Company policies and procedures
- Develops growth budgets for respective territories taking into consideration normal growth expectations and regional requirements
- Handles and accurately document all personnel issues
- Actively participates in sales meetings and other strategic sales efforts
Required Qualifications And Competencies
- Bachelor s Degree in Marketing, Communications or related field
- 10 plus years experience in B2B sales
- 4 plus years in a sales leadership position
- Excellent negotiation skills
- Strong decision-making abilities
- Self-motivated and disciplined, requires little to no supervision, ability to concurrently deal with multiple projects and meet customer demands
- Strong selling skills
- Strong oral and written communication skills
- Ability to speak effectively before associates, groups of customers or associates of organizations. Proficiency in evaluations of technicians job performances
- Strong organizational and time management skills
- Ability to lead, develop and motivate employees
- Able to work well as a member of a team
- Exhibit computer literacy with strong proficiency in the Google Suite of applications
- Ability to travel up to two weeks per month
- Personality, enthusiasm and adherence to Airgas core values that promote cooperation and respect from all associates within Airgas
- Familiarity with CRM software, Sales Force preferred